Mon.Sep 28, 2020

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Taking the Lead: Why Q4 Is the Time for Small Businesses to Get Aggressive

Sales and Marketing Management

Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. Assertive businesses have taken the lead and have handled the crisis with resilience. This proactive mentality is essential going forward. The recovery from the crisis will be determined by forward-thinking leaders.

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Podcast 166: Sarah Brazier On The SDR To AE Transition

John Barrows

Sarah Brazier joins us on the podcast this week to discuss how she’s coped with her transition from SDR to AE. Sarah’s crushed her targets as an SDR and made the leap that most SDRs want to make, but it’s very difficult to adapt to a totally different role. Here’s how she’s doing it… Follow the podcast: Subscribe on iTunes.

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6 Sales Secrets (Your Competition Doesn’t Want You to Know)

Marc Wayshak

There are 6 sales secrets that have the power to transform your sales—and your competitors don’t want you to know anything about them. Watch my latest video to learn what they are. The post 6 Sales Secrets (Your Competition Doesn’t Want You to Know) appeared first on Sales Speaker Marc Wayshak.

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The Emerging Trend of Visionary Leadership

The Center for Sales Strategy

More than ever, we hear a call for companies to step forward and make a real difference. When it comes to business, it’s no longer enough to be the best in the world. From both the employee and the customer perspective, the real winners are the ones who also do the best for the world. That means your company needs a visionary leader.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Tension: The Secret to Engaging Prospects and Driving Action

Sales Hacker

Nobody likes tension, right? If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. Being able to create that tension is what separates the very best salespeople from the ordinary. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action.

More Trending

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Avoid this (tempting) cold email mistake at all costs

Gong.io

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you increase revenue attainment. Follow me to read upcoming research. He sighed, “Do they really expect me to respond to that?”. Thumbing through his inbox, I could see the agitation growing. .

ROI 101
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Why You Should Integrate Accounting Tools Into Your CRM

Hubspot Sales

Your CRM should be a one-stop-shop for all the information you need to manage your business. However, for many entrepreneurs and sales reps, using their CRM is less than enjoyable. I’m here to tell you, it doesn’t have to be this way. And frankly, it shouldn’t be that way if you’re looking to bring in more revenue. Speaking of revenue, how closely are you tracking the revenue sources for your business?

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YouTube Live Event: The Rise of the Virtual Age – in Education & Work

Pipeliner

SET REMINDER! The third in the Thrive & Prosper Series : “The Rise of the Virtual Age – in Education & Work”. YouTube Live: October 15th, 8 am Pacific Time. Don’t miss this unique panel of experts with insight into the evolution of education and the evolution of the human capital needs of businesses: Dr. Ruth Gotian Chief Learning Officer and Assistant Professor of Education in Anesthesiology at Weill Cornell Medicine Laura Delizonna Ph.D Instructor at Stanford Continuing Studies,

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How Variables in SAP Commissions can Generate Flexibility

Canidium

Variables in SAP Commissions may be the feature users need to make calculations more flexible, creating more ways to use the solution than ever before. There are many reasons why variables should be used and how they can be used to help users get the most out of an SAP Commissions Solution. Read this blog to learn more about the benefits of variables and how to use them.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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How to Transform Brilliant Jerks into Inspiring Leaders (video)

Pipeliner

Have you ever thought of someone as a brilliant jerk? In this Expert Insight Interview, Katrina Burrus discusses how to turn brilliant jerks into effective leaders. Dr. Katrina Burrus is a founder and CEO of Excellent Executive Coaching , an executive coaching company. The interview discusses: The term brilliant jerk. Looking, educating, and empathizing processes.

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SAP Commissions Tips and Tricks for Documentation & Processing Units

Canidium

As software users are all too aware, fast-paced updates and complex technology make it increasingly difficult to know everything about the solutions they use. This is also true of SAP Commissions. Fortunately, accessing and using SAP’s documentation feature will make a big difference for SAP Commissions users and the performance of their solution.

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Better, Faster, Cheaper in the Data Intelligence Space

Lead411

Quality data in sales has always been important. Scott Leese and Richard Harris have been beating this drum for years now and they have co-authored this post specifically as it relates to data quality. The day of reckoning is upon many organizations who have ignored data quality issues until 2020. Companies with bad data will simply not be able to keep up with their competitors as we navigate 2020 and 2021.

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My Story As an SDR Manager – Nick Trueman

Tenbound

It’s funny how life works out! I loved teaching, especially math, technology and even more so, analytics. But in 2012, after a four-year stagnant salary schedule which had strong financial implications for my family, I knew it was time to change my career path. While it was a tough decision to make, it was the right decision. When leaving teaching, I remembered wondering if I would ever make my.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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A Place for PreSales: Creating a New Sales Community

Crunchbase

If you don’t know exactly what “presales” entails, you’re not alone. But this sales function is well on its way to becoming (if it isn’t already) one of the most important functions of your sales team. Presales encompasses many different functions and titles–sales engineers, solutions engineers, presales consultants, system sales engineers, technical sales consultants, solution architects, the list goes on.

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11 SALES AUTOMATION TOOLS YOU SHOULD KNOW

Tenbound

Sales has always been about building relationships, and for a long time, that meant resisting sales automation. While marketing automation became popular 10 years ago, sales reps weren’t trusted with those tools out of fear that automating outreach would make the process impersonal. [link]. Source.

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Sales Leads Have a lot in Common with Fresh Fish

Sales Lead Management Association

When you are buying fresh fish you look at the eyes (clear?), poke the flesh (does it recover), smell it (fishy?). If the fish is fresh it remains fresh for 1-2 days and then just like a sales lead it starts to degrade and smell it bit.

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Better, Faster, Cheaper In The Data Intelligence Space

Lead411

Better, Faster, Cheaper In The Data Intelligence Space. Quality data in sales has always been important. Scott Leese and Richard Harris have been beating this drum for years now and they have co-authored this post specifically as it relates to data quality. The day of reckoning is upon many organizations who have ignored data quality issues until 2020.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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Remote Project Management

Pipeliner

8 Tips for Managing Remote Sales Team. Let’s face it: Because of the on-set of the coronavirus pandemic, more and more businesses are now forced to adapt in a remote work environment. This can be quite challenging for salespeople who aren’t used to selling remotely, as its quite different from doing it in person. But if done correctly, this will allow you to elevate your selling process.

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Sales as a Science

Selling Energy

What is going on in your customer’s head? This has been a subject of study for decades, especially since decision making is an integral part of human nature. If you don’t understand what drives an individual’s choices, you’ll likely fail at keeping their attention and making the close.

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TSE 1348: The Top Three Issues Killing Your Sales Deals

Sales Evangelist

The Top Three Issues Killing Your Sales Deals Are your sales suffering because your deals are getting cut off? In this episode we will address some of the issues that can kill deals. George Bronten is the founder and CEO of Membrain.com , a sales enablement CRM. Things killing your sales deals Even before the pandemic, a ssumptions are one of the reasons why deals get killed.

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Where’s the Hub?

SugarCRM

We have all probably worked in teams where some percentage of the personnel are remote. But what happens when 100% of a team is virtual—can traditional management and management styles support a hub-less work environment? Months into this grand experiment in working remote and supporting virtual work environments, we see obvious facts and truths emerge. .

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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Comment on Why technique, discipline & hard work matter now & in the long run by Shayur Maharaj

Sue Barrett

A very timely piece with many great examples and lessons to learn.

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3 Tips for Picking the Perfect Learning Content Management System for Your Team

Lessonly

If you’ve found yourself on a search for a learning content management system , odds are you’ve identified a few problems. . And that is more than ok—identifying your problems, or understanding your “why” is a great place to start. Software is only software if it doesn’t solve something. . The problem at hand. So maybe the problem is that your team’s information is all over the place.

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Comment on Why technique, discipline & hard work matter now & in the long run by Shayur Maharaj

Sue Barrett

A very timely piece with many great examples and lessons to learn.

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6 Sales Secrets (Your Competition Doesn’t Want You to Know)

Marc Wayshak

Right now, some of your competitors are out there killing it —no matter what industry you’re in. But you know what? You could easily be the one killing it instead. (And if you already are, then that’s awesome.). The few superstars in every industry are doing certain things that are making them way more successful than everyone else. And by the way, it has nothing to do with charisma.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Marketing tactics encyclopedia: 14 strategies for marketing online

Nutshell

Advertising, blogging, and content are just the beginning of the marketing ABC’s. There are so many more lead generation tactics that can be leveraged to ensure that your business is optimized for success. . In this guide, we’ll cover every marketing tactic your business should be using, from general to specific, from old-school to cutting-edge. If we’ve left out any of your go-to marketing moves, shoot us a tweet @nutshell.

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How to Retain Customers In A Remote Selling Environment

Hubspot Sales

2020 introduced a major shift in workplace conditions and priorities, favoring remote work. In sales, the transition to remote selling might be relatively challenging for salespeople used to engaging and selling in-person. But, remote work isn’t a new concept — globally, an average of 62% of companies were already set up to work remotely. With democratized access to tools and technologies, communicating remotely is easier than ever.

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